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Jennifer Allan-Hagedorn began her writing career after ten years of selling real estate successfully in Denver, Colorado.  She was dismayed at the low level of professionalism she frequently encountered in the real estate industry and, with her “soulful” message, hopes to encourage the real estate community to self correct the negative stereotypes of the profession.

Jennifer’s message to agents is that they should strive to be competent real estate advisers, rather than competent real estate prospectors.  She urges agents to respect the intelligence of their clients, rather than attempt to insult that intelligence with aggressive closing techniques.  She preaches that agents should appreciate the significant commissions paid by their clients, rather than complain that they, themselves, are not appreciated.

Allan-Hagedorn is the author of seven books about real estate and one of the industry’s most popular bloggers. She is also an avid dog rescuer in the Panhandle of Florida.

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Mike Kim is a marketer, direct-response copywriter, and host of the Brand You Podcast, a show dedicated to equipping listeners to build a powerful, persuasive, and iconic personal brand.

Mike carries years of professional marketing experience having served as chief marketing officer of a multi-million dollar brand in the competitive NYC market before venturing out to launch his own consulting practice.  Mike has done work for some of the top online entrepreneurs and personal brands, and his podcast has been featured on notable outlets including Entrepreneur and The Huffington Post.

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Respect Your Customer’s “Inbox”  

I sign up for a lot of email and newsletter lists online to see how other people market themselves.

I feel the most important takeaway I have learned from email marketing is to respect your customer’s inbox.   You might be wondering why I use the word “customer” in this context?  It’s appropriate because it was an exchange of value–I gave the person my email address with the expectation that I would receive emails which were of interest and helpful to me.  A fair trade.  We get bombarded everyday online by websites wanting our email address.  Remember this when you get an email address from a prospective customer.   Be responsible with your email marketing.

I’m writing this post this morning because last week I signed up to be on a person’s email list to have access to a training type video–I signed up on the evening of September 30.  Since then I have received 14 emails from this person trying to sell me one of his products.  Crazy!!  I have lost respect and admiration for him even though he is recognized as an expert in his field.

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I’ve been a Realtor since 2003 and I have paid attention closely to training programs provided to new and experienced Agents.  I’ve noticed three fundamental problems with most of the training programs offered to new Agents by their respective company:

  1. Short-Term Focus:  80 to 90% of Realtor training programs focus on generating new clients today.  It’s kind of the same old tried and true methods of the classic “Hustle” Real Estate Agent.  Prospecting, calling on Expired Listings, calling on FSBO’s, door knocking and canvassing neighborhoods.  Working your Sphere—calling everyone you know and having a “real estate” discussion with them—it’s recommended you talk to 30 people a day about real estate.  These methods work, don’t get me wrong but they are time intensive and when we get busy closing deals we don’t spend as much time doing these lead generating activities.
  2. It’s My Way or the Highway—very rigid.  If you don’t like doing cold calling or knocking on doors then you will not feel comfortable working at that company.  A lot of companies mandate you have to do these prospecting methods.
  3. Shadowing a 20 year veteran—this is great for learning the day to day business of helping Buyers and Sellers but doesn’t work in the marketing area to help you generate new clients because 20 year veterans—most of them—are marketing primarily to their Sphere.

The biggest problem I see with most Realtor training programs is they don’t spend enough time helping Agents understand how important it is to build their own website and do content marketing.  What usually happens is most of the training consists of the following:  “You need to get a Facebook page and start a blog.”  That’s it and then most Agents don’t know where to start.

This is why I have created a new Group Coaching and Training Program Online to help Agents build their digital presence in a cost effective manner that will help them get new clients (not fans, not likes, not traffic) but real, genuine customers in a relatively short timeframe.  My program is called “The Internet Real Estate Agent.”

There is no one way to be a Realtor but it is important to look to the future and think long-term.  When you build a strong website and online presence it’s going to help you generate new clients year in and year out.  One of the challenges we face as Realtors is the up and down nature of our compensation—we can have 5 Closings in one month and then we might go 5 months without one closing.  The beauty of generating new clients through your website is that your website is open 7 days a week, 24 hours a day.  We get busy helping our Buyers and Sellers and then we stop or slow down marketing full-time.  A strong website designed to connect you with new clients will help offset the up and down nature of our business.

This is a proven method I have used myself and each year I get a minimum of $1M to $2M directly from my personal website.  These are customers that contact me by calling me or emailing me as a result of seeing my website and then ask me to be their Realtor.

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A significant number of people ask me:

“How do I find a listing?”

I am going to offer some specific, real, anecdotal ways here.  First, I am going to give you some interesting (I think) personal facts and/or statistics with regard to my experience finding listings.  This is mostly from my experience only, having sold for about ten years since age 24:

  • I HAVE NEVER, in ten years, signed a listing directly from any contact on FACEBOOK, LINKEDIN, or other social media.
  • I have never signed a listing directly from a mailer to a FARM AREA.
  • I have never signed a listing from a lead from ZILLOW or TRULIA.
  • About 1-2 deals per year for me (almost a negligible amount), come from “FRIENDS;” people whom I regularly associate with.
  • In ten years, I have received 1 or fewer listing leads per year from vendors whom I use (Title and Escrow companies, Lenders, Inspectors, Contractors, Etc.).

This is not to say these marketing media do not work; they can and definitely do, for some people.  It is safe to say, however, that too many agents rely on the tools above to “hopefully” fill their pipelines.  It is also safe to say many agents spend way, way too much time with these illusory marketing tools (especially when practiced without intent and consistency).

Here are some (surprising?) ways I actually get listings:

1. DRIVING.  Yes, driving.  The statistically significant majority of sellers still hire someone they like and get along with.  These are interpersonal phenomena that require human contact.  When I am stumped for business, I go on slow drives, talk to people, engage them, and let them know I am looking for sellers.  Consider this: who knows about a listing first? Generally, the people who live around that person know for months, or years, in advance.  These people, neighbors, freely offer great market insider information.  Additionally, and importantly, people see my face in the places I want to sell.  I would say this tactic leads to 20% of my business.

2. LISTING BAD PROPERTIES.  This is a joke, kind of.  No property is a bad property, but, if a seller has a unique/tough situation, even having tried to sell, if you can list, market, and sell that property, you develop a perceived “expertise” for that category of sale.  This expertise is referred more than easy, conforming sales.  An example might be a piece of land with wetlands. It might be a little tougher to sell it, but, when you do, you have a specific competitive advantage over other agents for this type of parcel.  I would say this accounts for about 20% of my business.

3. SPECIFICITY.  Many people just ask for referrals.  I ask for specific referrals: “Jim, do you know anyone with a really bad fixer?  I need listings like that right now, they are selling easily in my market.”  Or: “Samantha, everyone seems to be calling me for lakefront property right now.  Can you please keep an eye out for lakefront for me?”

I haven’t seen a study published on why this might work, but, my hunch is a specific request is more personal, and, requires more thought from the person you are addressing.  As a result, I think it lodges in folks’ minds better than “Know anyone selling?”  This probably accounts for about 15% of my business.

4.  ANGER. I love this one. I look for people whom dislike agents, or, had a bad experience.  If they are upset, they really wanted to sell, but didn’t. I repeatedly call on people whom have shown angst for real estate practitioners, because I know they have energy for the process.  I would say after someone reacts with anger 3-5 times, they say (about 90% of the time, no kidding):  “You really are persistent, aren’t you?”  To which I reply:  “I knew you would come around!”

Ironically, once they come around to trusting you, they generally are the easiest customers to work for.  This is probably only about 5% of my business, but, it’s fun so I do it.

5.  SECONDARY QUESTIONING. If you are talking to someone about selling, and, they clearly aren’t going to be a customer, take advantage of the fact you have someone in person.  Ask them anything, anything, anything (!), about real estate in their locale with respect to real estate:  “Okay, it’s clear you love where you live and are going to stay here for a long time, what’s the other coolest house in your neighborhood?”  They may introduce you to that person, for another conversation.  The idea is to be continuously keeping real estate in the front of your, and their, minds. By doing this, you are cultivating a garden of leads.  This is probably about 10% of my business.

Listings do not grow on trees.

Unless, you plant forests.

Plant a listing forest by talking a little longer, asking a little more, and laughing a little harder.  This insignificant amount of extra energy has made all the difference for me, and many other tenured agents.

Good luck!

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